Sales Process & Pipeline Management Flashcards
6 cards from real CRM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 Sales Process & Pipeline Management flashcards as text
What is 'pipeline velocity' and why does it matter to a CRM professional?
Answer: A metric measuring how quickly opportunities move through the pipeline, indicating sales efficiency and revenue predictability
Pipeline velocity combines deal value, win rate, number of deals, and sales cycle length to show how fast revenue is being generated, helping forecast and identify bottlenecks.
In a B2B relationship management context, 'stakeholder mapping' is important because:
Answer: It identifies all decision-makers, influencers, and gatekeepers in a client organization so the CRM can engage the right people
Stakeholder mapping ensures the CRM builds relationships with everyone who influences the purchasing or renewal decision, reducing the risk of being blocked by an unseen gatekeeper.
Which technique helps a CRM professional re-engage a stalled prospect who has gone silent?
Answer: Providing a value-adding insight or market update relevant to the prospect's specific situation to restart the conversation
Offering genuinely relevant insights demonstrates ongoing value and gives the prospect a reason to re-engage without feeling pressured.
A proposal presented to a high-value prospect should ALWAYS include:
Answer: A clear summary of the client's needs, the proposed solution, expected outcomes, fees, and next steps
An effective proposal directly ties the solution to the client's specific needs and outcomes, making the value proposition clear and the path forward explicit.
What is the 'average deal size' metric used for in pipeline management?
Answer: To help forecast total revenue and prioritize deals that will have the most business impact
Average deal size, combined with win rate and pipeline volume, allows accurate revenue forecasting and helps prioritize which opportunities deserve the most attention.
The SPIN Selling methodology, applicable to CRM professionals, uses which four question types?
Answer: Situation, Problem, Implication, Need-Payoff
SPIN Selling uses Situation, Problem, Implication, and Need-Payoff questions to guide the prospect to recognize and articulate their own need for the solution.